Senior Key Account Executive, Share of Wallet

Job not on LinkedIn

🕒 May 12

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Thermo Fisher Scientific

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1956

🧬 Biotechnology

💊 Pharmaceuticals

🔬 Science

Biotechnology • Pharmaceuticals • Science

Thermo Fisher Scientific is the world leader in serving science, with annual revenue of more than $40 billion. Their mission is to enable customers to make the world healthier, cleaner, and safer by supporting life sciences research, solving complex analytical challenges, increasing laboratory productivity, and improving patient health through diagnostics and the development of life-changing therapies. With a global team, they offer innovative technologies and pharmaceutical services through brands such as Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon, and PPD.

📋 Description

• Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts. • Identify whitespace opportunities across divisions, business units, and service lines. • Build and maintain executive-level relationships, positioning the company as a strategic partner. • Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities. • Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners. • Analyze account spend, market trends, and competitive landscape to identify growth strategies. • Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio. • Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution. • Monitor contract performance and identify opportunities for renewals, extensions, and expansions. • Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority. • Maintain disciplined CRM documentation, including action plans and growth initiatives.

🎯 Requirements

• Bachelor’s degree required; advanced degree preferred. • 5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred. • Demonstrated success in growing share of wallet within complex, multi-site accounts. • Strong financial and analytical acumen. • Proven ability to build executive-level relationships and influence decision-makers. • Excellent presentation, negotiation, and communication skills. • Ability to manage multiple stakeholders and navigate matrixed organizations. • Knowledge, Skills & Competencies: • Enterprise account penetration strategy expertise. • Advanced negotiation and deal structuring capabilities. • Strong financial acumen (ROI modeling, margin analysis, long-term contract economics). • Ability to navigate complex IDN decision-making hierarchies. • Executive presence and persuasive communication skills. • High resilience, urgency, and competitive drive. • Self-starter mentality with disciplined pipeline management. • Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC.

🏖️ Benefits

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs • Employee assistance and family support programs, including commuter benefits and tuition reimbursement • At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount